BACKUP 285B Week 8 Lecture 1 Sales & IP

BACKUP 285B Week 8 Lecture 1 Sales & IP - Click to...

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Unformatted text preview: Click to edit Master subtitle style ENG 185B/285B New Venture Creation: Entrepreneurship Entrepreneurial Selling & IP ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Todays Roadmap Turn in Assignment 10 Complete Entrepreneurial Selling Intellectual Property & Corporate Law ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Entrepreneurial Sales Everybody is a salesman within a Venture but be sure everybody tells the same story (sales pitch) Not only about selling Learn from everyone: customers, prospects, partners, lost sales Incorporate learning into refining pitch, tweaking product, etc. Establish one point of contact for your customer Develop a customer database All customers should be referencable Do not oversell an unhappy customer is a huge liability Ensure real-time, high quality response to customer issues ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Entrepreneurial Sales Ensure high quality customer experience: Uncompromising customer service Respond to ALL customer feedback in a timely and complete fashion Develop loyalty programs & focus on consumer retention Build a user community (newsletter, online forums, etc.) Offer customizations that can be resold to larger audience Pay commissions once you get paid Turns sales people into AR collections heroes Ensures sales are real and payment terms are reasonable Watch efficiency of the sales cycle and the profitability of customers Focus on margin, not top line sales ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Entrepreneurial Sales Great sales book Robert Cialdini Influence, Science & Practice ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Most important selling skill? ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Question Who is the highest paid employee in small to medium sized companies? A) CEO B) Top Performing Salesperson C) CFO D) CTO ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Answer B) Top Performing SALESPERSON OK, that was a slam dunk Why would a top salesperson command the highest compensation? ENGR185B/285B 6 Sales and Marketing ENGR185B/285B 6 Sales and Marketing Hiring The Right People is Fundamental Hard to find effective sales and marketing people Likeable dont need to be Einstein Good listeners Persistent winning is a point of personal pride Creative go around, through, over or under the wall Highly marketable can work anywhere Often have lower loyalty threshold Need constant recognition - life is a rollercoaster Top salespeople make it happen- every quarter ENGR185B/285B...
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This note was uploaded on 05/02/2010 for the course ENGR 185b taught by Professor Staff during the Fall '08 term at UCSB.

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BACKUP 285B Week 8 Lecture 1 Sales & IP - Click to...

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